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Client Context
Competitor Pricing Intelligence & Opportunity Analytics – Global Packaging Leader
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Industry:
Packaging – Glass, Plastic & Sustainable Packaging Solutions
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Geography:
North America & Europe
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Engagement Type:
Competitive Intelligence & Pricing Analytics
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Scope:
Packaging catalog ( glass jars, bottles, closures & specialty SKUs )
Challenges
Challenges
- Pricing teams lacked centralized visibility of competitor stock status, pricing bands, and attribute match levels across top rivals (Berlin Packaging, Container & Packaging, Cary Company, etc.).
- Inventory and pricing fluctuations were dynamic across size, capacity, color, finish, neck type, and MOQ, making manual benchmarking slow and error-prone.
- Lack of structured product-to-product matching made it difficult to quantify:
- Where TricorBraun had a competitive pricing edge
- Where price corrections (up/down) would drive conversions
- Which SKUs competitors were selling aggressively that TricorBraun was not covering
Our Apporach
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Developed a Product Matching Engine using NLP and attribute scoring to correlate SKUs across capacity, dimensions, material, finish, and pack size across competitors.
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Built a canonical product taxonomy to normalize names, attributes, and variations (e.g., amber glass dropper bottle 30ml 18-410).
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Automated pricing intelligence scraping workflows across product catalogs, price lists, promotions, and stock-status pages.
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- Delivered competitive analytics dashboards for Pricing & Sales Teams showing:
- Price variance by segment, SKU, and marketplace
- Attribute match score (≥ 80%, ≥ 60%, < 60%)
- SKU-level opportunity scoring based on price gap + stock availability
- Suggested selling price (SSP) and risk-based price corridor
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Enabled weekly refresh cycles to give pricing teams near-real-time insights.
Impact Delivered
- Identified high-value pricing opportunities for ~22% of the catalog, enabling margin-preserving competitive adjustment.
- Uncovered 17% of competitor SKUs that matched TricorBraun’s SKUs but were priced 8–14% higher, driving targeted win-back promotions.
- Revealed stock-out cycles of competitors, allowing priority-based campaign triggers for Sales during competitor shortages.
- Improved quote conversion rate by 19% in target segments through optimized pricing guidance and proactive inventory planning.
- Provided a repeatable competitor-intelligence engine to support product launches, portfolio expansion, and distributor negotiations.
30+ years of Industry experience in delivering pioneering data and QA solutions.
